Key Account Sales Executive FMCG

Job Purpose

To manage and grow key retail and distributor accounts by driving sales volume, improving market execution, and building long-term strategic partnerships that support company revenue and brand objectives.

Key Responsibilities Account Management

• Manage assigned key accounts (modern trade, hypermarkets, supermarkets, strategic distributors).
• Develop strong relationships with buyers, category managers, and store operations teams.
• Negotiate commercial agreements, listings, pricing, and promotions.

Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets (volume, value, distribution).
• Monitor sales performance and take corrective actions to close gaps.
• Identify opportunities for range expansion, new listings, and shelf optimization.

Trade Marketing & Execution

• Plan and execute promotions, activations, and in-store visibility in coordination with marketing.
• Ensure excellent merchandising standards (shelf share, planograms, POS materials).
• Track promotion effectiveness and ROI.

Forecasting & Planning

• Prepare accurate sales forecasts and demand plans for key accounts.
• Coordinate with supply chain to ensure optimal stock availability and minimize OOS.

Market & Competitor Analysis

• Monitor competitor activities (pricing, promotions, new launches).
• Provide market insights and customer feedback to management.

Reporting & Administration

• Prepare regular sales reports, account reviews, and performance analysis.
• Ensure compliance with company policies, credit limits, and payment terms.

Key Performance Indicators (KPIs)

• Sales volume & value achievement
• Distribution and numeric coverage
• Promotional execution & ROI
• Shelf share and visibility
• Account profitability
• On-time collections (if applicable)

Experience

• 3–7 years of FMCG sales experience (modern trade or key accounts preferred)
• Strong understanding of retail dynamics, trade terms, and promotions

Skills

• Excellent negotiation and communication skills
• Strong analytical and planning ability
• Results-driven with a commercial mindset
• Ability to work cross-functionally (marketing, supply chain, finance)
• Proficiency in MS Excel, PowerPoint, and sales reporting tools

Job Type: Full-time

Experience:

• FMCG sales: 3 years (Required)

License/Certification:

• Driving License (Preferred)